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Job Title: Business Development Director
Company Name: CBRE
Location: Seattle, WA
Position Type: Full Time
Post Date: 06/18/2019
Expire Date: 06/28/2019
Job Categories: Advertising/Marketing/Public Relations, Construction, Mining and Trades, Consulting Services, Finance/Economics, Financial Services, Human Resources, Information Technology, Real Estate, Sales, Counseling, Executive Management, Research & Development
Job Description
Business Development Director

JOB SUMMARY 


CBRE seeks a Business Development Director for our Northwest market. The position will be based in our Seattle, WA office.   


The Business Development Director will work to improve the organization’s market position and achieve financial growth. This person supports defining long-term organizational strategic goals, builds key customer relationships, identifies business opportunities, negotiates and closes business deals and maintains extensive knowledge of current market conditions.   It is their responsibility to collaborate with the internal operations team, marketing staff, and other managers to increase sales opportunities and thereby maximize revenue for their organization. The Business Development Director will also help manage existing clients and ensure they stay satisfied and positive,


In partnership with the Market or Line of Business leader, responsible for all aspects of mid-sized outsourcing pursuits; including financials, solutioning, development of win strategy, leadership of all client-facing meetings, and contract negotiations. Acts as a thought partner and advisor to the business lines in their own specific marketing and business development activities.


ESSENTIAL DUTIES AND RESPONSIBILITIES


Direct sell clients through meetings pitches and identifying needs.  Drives the client relationship and business development activities of the company across the geography . Prospect for potential new clients and turn this into increased business. Cold call as appropriate within market or geographic area to ensure a robust pipeline of opportunities.  Meet potential clients by growing, maintaining, and leveraging your network. Identify potential clients, and the decision makers within the client organization. Research and build relationships with new clients. Set up meetings between client decision makers and company’s practice leaders/Principals. Plan and prepare teams for prospecting and shortlist approaches and pitches.. Work with team to develop proposals that speaks to the client’s needs, concerns, and objectives. Participate in pricing the solution/service. Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.. Oversees the creation of a wide variety of customized, professional-quality marketing materials for new pursuits (most commonly written proposals, RFP responses, and graphical presentations) . Develops strong working relationships with subject matter experts throughout the organization at the functional and account management levels. 

Coordinates and assigns tasks to co-workers and other subject matter experts involved in opportunity pursuit..Recommends staff recruitment and selection.  Mentors and coaches team members to further develop competencies. Leads by example and model behaviors that are consistent with the company's values.


Responsible for and has full ownership of global Real Estate outsourcing financial modeling and regional outsourcing pursuits. Manages the creation of proposals, presentations, and other client-facing materials with the pursuit team and national/local marketing professionals, as directed by Executive Leader.

Primary point of contact for internal pricing team, including leading Pricing Committee review process for global pursuits.

Facilitates and contributes a major role in final pitches for large and global pursuits - often times with client's executive CRE leadership team and C-Suite.

Exceptionally strong understanding and well-versed in each service line, platform, and value proposition.

Partners with General Counsel in contracting strategy and negotiations for global pursuits and finalization of Key Deal Summaries post contract execution.

Performs other duties as assigned

 

SUPERVISORY RESPONSIBILITIES

Manages the planning, organization, and controls for a major functional area or department. May be responsible for a mix of direct and matrix reports. Approves subordinate's recommendations for staff recruitment, selection, promotion, advancement, corrective action and termination. Effectively recommends same for direct reports to next level management for review and approval. Monitors appropriate staffing levels and reports on utilization and deployment of human resources. Leads and supports staff in areas of staffing, selection, training, development, coaching, mentoring, measuring, appraising and rewarding performance and retention. Leads by example and models behaviors that are consistent with the company's values


QUALIFICATIONS


To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions


10-15 years of (Director) of sales and/or capture planning experience within the Architecture/Engineering/Construction and/or Construction Management industry. 

 

Experience with solution selling, long sales cycles and closing opportunities. 

 

Experience with canvassing, cold calling and networking to meet goals within a territory.

 

Excellent written and verbal communication skills.

 

Strong organizational and analytical skills. 

 

Ability to prepare analytics and reports in a pre-designed style and format. 

 

Ability to effectively and efficiently respond o inquiries from clients, co-workers, supervisor, and/or management. 

 

Ability to effectively present information. 

 

Ability to solve advanced problems and deal with a variety of options in complex situations. Requires expert level analytical and quantitative skills. 

 

Technically savvy with solid experience in Microsoft Office (PowerPoint, Excel, Word) and Outlook. Advanced Excel skills preferred. 

 

Experience working with and deciphering multiple types of RFP models preferred. 

 

Experience working with company procedures, policies and business practices to achieve general results and deadlines. 

 

Ability to set work unit and/or project deadlines. 

 

Experience with attending industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.

 

EDUCATION and EXPERIENCE  


Bachelor's degree (BA/BS) from four-year college or university. MBA preferred. Minimum of 10 years of related experience in finance, consulting, or analytics preferred. Experience must include a minimum of 5 years commercial real estate developing outsourcing solutions, pricing and org development models


CERTIFICATES and/or LICENSES

Real Estate license preferred. Other relevant professional licenses (e.g., RICS, IAOP, COP, etc.) preferred.

CoreNet membership and participation in local and regional events.

 

COMMUNICATION SKILLS

Ability to comprehend, analyze, and interpret the most complex business documents. Ability to respond effectively to the most sensitive issues. Ability to write reports, manuals, speeches and articles using distinctive style. Ability to make effective and persuasive presentations on complex topics to employees, clients, top management and/or public groups. Ability to motivate and negotiate effectively with key employees, top management, and client groups to take desired action.

 

FINANCIAL KNOWLEDGE

Requires advanced financial skills and knowledge to review complex financial reports prepared by others. Candidate should be able to prioritize key initiatives, develop business cases for budgets and reserve investments to align operational units towards common business development goals. Provides recommendations to executives that impact a line of business.

 

REASONING ABILITY

Ability to comprehend, analyze, and interpret various types of business documents such as complex and lengthy RFP documents. Ability to solve problems involving several options in situations. Requires advanced analytical and quantitative skills.

 

OTHER SKILLS and/or ABILITIES

Technically savvy with solid experience in Microsoft Office (PowerPoint, Excel, Word) and Outlook.

Advanced Excel skills preferred. Experience working with large data sets and decipher multiple types of RFP models preferred.

 

SCOPE OF RESPONSIBILITY

Decisions made with in-depth understanding and interpretation of procedures, company policies and business practices to achieve complex results. Responsible for setting project, department and/or division deadlines. Errors in judgment may cause long-term impact to line of business and/or overall company.


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Contact Information
Company Name: CBRE
Website:https://cbre.taleo.net/careersection/exm/jobdetail.ftl?job=18036027&lang=en&src=JB-13820
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